Hospital​/Institutional Customer Representative - Columbus, OH

Job Description

The Hospital / Institutional Customer Representative is a key member of the Hospital Customer Team and plays a critical role in supporting our company's customer‑centric business model. This role works with the Hospital Customer Team to understand and identify Health Care Provider (HCP) customer needs, support pull‑through activities relative to the customer strategy, and ensure that our company is viewed as demonstrating value and better health outcomes to healthcare professionals and their patients.

Field‑based sales position responsible for covering the Columbus, Ohio territory, which includes the Greater Columbus area (Bowling Green, Findlay, Lima, Springfield, Mansfield, Newark, Zanesville, Lancaster), portions of West Virginia (Parkersburg), and may require overnight travel. Travel percentage varies based on candidate’s location within the geography.

• Communicate product information in a way that is meaningful and relevant to each individual customer; customize discussions and client interactions based on understanding of customer’s needs
• Engage in informed discussions about products with HCP customers, knowing when and how to seek and provide additional information
• Act as primary point of contact for select customer accounts, meeting with key customers/personnel to understand practice structure, business model, key influencers, Managed Care Organization (MCO), employers, state and local regulations/network structure, and customer needs; identify business opportunities
• Coordinate with the customer team to develop customer strategy, outlining interactions, relationships, solutions, and potential offerings for the customer
• Partner with National Account Executives (NAEs) to maintain strong focus on Managed Care pull‑through
• Share learning and best practices from one customer to help other customers meet their needs
• Demonstrate a focus on better health outcomes, considering the HCP and patient experience beyond acquisition
• Provide input into resource allocation decisions across customers
• Identify and select programs/services available in the company’s library of resources to address customer needs
• Work with solutions group (HQ) and/or Medical Account Executive (MAE) to develop and deliver relevant offerings that address desired customer needs
• Maintain current understanding of practice structure, business model, key influencers/network structure and make information available to relevant stakeholders
• Collaborate and communicate effectively with extended “in‑scope” customer team to ensure a consistent customer experience across divisions and functional areas; ensure integration with NAE, Vaccines personnel, Health Management Services (HMS) Manager, Solutions Consultant, Customer Strategies and Solutions (CSS), Regional Medical Director (RMD), and other key stakeholders to share customer learning and support needs
• Exhibit outstanding performance in all competency areas (Account Management; External Market Focus; 1:1 Customer Interactions)
• Influence beyond specific geography or product area
• Implement approved resources, programs, and messages to address customer and company needs
• Create awareness of approved Inpatient Hospital Letters of Participation (LOP) with eligible and appropriate customers, including discussing approved contract details

• Bachelor’s degree with 3 (36 months) or more years of sales experience OR minimum high school diploma with at least 6 years of equivalent experience (professional sales, marketing, military, or healthcare/scientific field not specifically sales)
• Prior experience working in a scientific field or healthcare environment
• Previous sales experience
• Experience developing new business opportunities with existing customers
• Experience establishing new customer relationships
• Understanding of company products and therapeutic areas
• Consistent performer in most competency areas
• Valid driver’s license

• Prior consulting or customer service experience
• Experience developing and executing a plan for engaging customers and meeting customer needs
• Understanding of headquarters…